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Main Subject - Telsales Just Got Easier!
Your sales structure for outbound calls can be summarised using the well know acronym AIDA (Attention, Interest, Desire, Action) we will explore at a high level what should be happening during a telemarketing call.
Open The Call Then Set Your Agenda
The opening minutes of any sales call are vital. You must remember that rapport is built immed
Open The Call Then Set Your Agenda
The opening minutes of any sales call are vital. You must remember that rapport is built immed
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
iately so how you sound is important. Everyone makes decisions about who they are talking to in seconds. This is why it is so important to sound great as we are immediately graded and however we do will be the starting point of the relationship. We are now at the beginning of the process of building rapport and developing what we hope will be a
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
long term, profitable relationship – so sound fantastic.
When we meet someone for the first time we typically shake hands, smile and then swap business cards. On a call we also have some definable stages that can be measured and optimised. The opening part of the call is where we ask low risk questions which may, or may not concern their busin
When we meet someone for the first time we typically shake hands, smile and then swap business cards. On a call we also have some definable stages that can be measured and optimised. The opening part of the call is where we ask low risk questions which may, or may not concern their busin
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ess. We might have a common interest, or even know the same group of people. Working on the phone is not really so different but in many ways is harder as we have no visual clues and can only ‘hear’ how the prospect is reacting. This is where you learn that, different approaches to different people will get different results.
During the openin
During the openin
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
stage of your telemarketing campaign should keep to a realistic timescale with clear definable objectives. Understand early on that no rapport means no sales regardless of how good your product or service is. The real purpose is to introduce yourself to your prospects establish rapport before moving into the business part of the call. Another
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ip is to avoid being too familiar with your prospect - it rarely works even if you know them! Asking low risk questions is easier than going for a bulls eye in less than 30 seconds! Be friendly, but not over familiar. We cannot get along with everyone but we can be professional regardless of who they are.
The next stage is to set your agenda i
The next stage is to set your agenda i
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
n your opening statement (prepared earlier please). The purpose of the agenda is to put you in control and establish how the telemarketing sales call will be structured. It also gives you the right to ask questions.
Ask Great Questions
Selling is about identifying and then solving problems. The next stage therefore is to ask questions in orde
Ask Great Questions
Selling is about identifying and then solving problems. The next stage therefore is to ask questions in orde
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
to find and explore customer problems. It usually relates to one or some of the following areas that need exploring including, contact, organisation, current supplier, challenges, needs, decision making process, competition and finance.
We ask questions at this stage for two main reasons. Firstly to gather facts and secondly to identify attit
We ask questions at this stage for two main reasons. Firstly to gather facts and secondly to identify attit
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
udes, problems and needs. Essentially we are taking a temperature check.
One important factor here is how we structure our questions and the quality of the questions we ask. Open questions (starting with how, what, where, when, why) encourage the customer to talk and closed questions (those that can only be answered with a yes/no) give us spec
One important factor here is how we structure our questions and the quality of the questions we ask. Open questions (starting with how, what, where, when, why) encourage the customer to talk and closed questions (those that can only be answered with a yes/no) give us spec
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
fic information.
The sequence of our questions can be very important, especially when a customer is only willing to divulge a little information. We need to listen out for buying signals and ask follow-up questions at the appropriate time.
One of the key issues is being able to ask questions, then listening to the answer without interrupting.
The sequence of our questions can be very important, especially when a customer is only willing to divulge a little information. We need to listen out for buying signals and ask follow-up questions at the appropriate time.
One of the key issues is being able to ask questions, then listening to the answer without interrupting.
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
(Interrupting and speaking over someone will not win you any friends!) This is common sales behaviour and customers find it most irritating sometimes worse. Also, while we are talking we are cutting off the supply of free information coming from the prospect.
Identify Needs
The process of asking questions will clarify the customer's and give
Identify Needs
The process of asking questions will clarify the customer's and give
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
you a clear idea of whether a feature or features of your product could solve those problems and satisfy the customers' needs.
Usually, we see the need for our products and or services before our customers do. They see problems rather than needs and there could be a range of potential solutions.
When people buy they also have a number of buyi
Usually, we see the need for our products and or services before our customers do. They see problems rather than needs and there could be a range of potential solutions.
When people buy they also have a number of buyi
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
g criteria. This usually means there are a limited number of reasons to buy that are of greatest interest to them. People don’t buy for lots of reasons. They have their own buying criteria, which we will need to establish.
Also, it has been shown that people buy on only two levels; Logic and Emotion.
Their logical buying behaviour wants to kn
Also, it has been shown that people buy on only two levels; Logic and Emotion.
Their logical buying behaviour wants to kn
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
ow if the solution they are choosing is technically correct. Their emotional buying behaviour is asking for reassurance that their decision is a good one and they are not making a mistake.
Present the Solution
Having clarified the customer's problems and identified needs, present the Features, Advantages and Benefits of your own product in su
Present the Solution
Having clarified the customer's problems and identified needs, present the Features, Advantages and Benefits of your own product in su
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
h a way that the solution matches the needs of the customer. An important issue here is timing. We cannot present effectively if we haven’t identified their main buying criteria. When we present we must also be aware that we are not just listing a series of features. We must match the feature that solves the problem turning features into benefi
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
s.
The most common mistakes made by salespeople is to present too much information too early in the sales process. We need to look at the problem from the buyers’ perspective. Think about it and ask yourself this question ‘If I was in their position, how much information would I need and when would I need it?’
Gain Commitment Using A Trial Cl
The most common mistakes made by salespeople is to present too much information too early in the sales process. We need to look at the problem from the buyers’ perspective. Think about it and ask yourself this question ‘If I was in their position, how much information would I need and when would I need it?’
Gain Commitment Using A Trial Cl
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
ose
Having presented a solution that meets the customer's needs the next phase is to gain commitment, to go ahead or else for some future action that will move you nearer towards the sale being made. You will usually meet with objections at various stages of the sales process and techniques will be developed for dealing with objections later i
Having presented a solution that meets the customer's needs the next phase is to gain commitment, to go ahead or else for some future action that will move you nearer towards the sale being made. You will usually meet with objections at various stages of the sales process and techniques will be developed for dealing with objections later i
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
the programme. One of the problems with asking for commitment is that we sometimes lack confidence and fear rejection. It is important that we keep control of the sales process and maintain responsibility for moving to the next stage of the process and taking the customer with us. A trial close will flush out any last minute objection. Once yo
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
u are satisfied that there are no additional objections you can present your solution.
Your Final Step
Once you have presented your final solution you can then close the sale (or move to the next stage). Remember if you break down complex sales into manageable chunks you will be able to move forward far quicker. Gaining commitment for a meeti
Your Final Step
Once you have presented your final solution you can then close the sale (or move to the next stage). Remember if you break down complex sales into manageable chunks you will be able to move forward far quicker. Gaining commitment for a meeti
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
g, a trial or whatever your objective is means that you have created a logical structure and you have achieved your call objectives. With practice everything becomes so much easier. But then if telemarketing was so easy everyone would be a runaway success – you know just how hard it is and the fact that you may make it look easy is a real skill
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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